Avatar for Emburse
Emburse
Actively Hiring
Global leader in expense management and accounts payable automation solutions
  • B2B
  • Scale Stage
    Rapidly increasing operations
  • Top Investors
    This company has received a significant amount of investment from top investors
  • +1

Senior Account Executive, Enterprise

Posted: today• Recruiter recently active
Visa Sponsorship

Not Available

RelocationAllowed

About the job

At Emburse our mission is to help make our users’ lives – and their businesses – better. We are dramatically transforming how organizations manage corporate expenses and invoices. We humanize work by automating manual tasks and saving users’ time, so they can focus on what matters most – their family, community, or more rewarding work. We help CFO’s give their employees a simple and amazing experience while ensuring compliance and reducing costs. Our solutions are tailored for companies from start-ups and SMBs to enterprises such as Microsoft, Pinterest, Bosch, Bill & Melinda Gates Foundation, and Estee Lauder. We have more than 18,000 customers and 12 million users globally.

Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Account Executives will strive to meet and exceed quarterly and annual sales goals.

Essential Functions

  • Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing
  • Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person)
  • Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory plan
  • Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition
  • Develop influential relationships and sales leads through partner/channel and other open networking efforts
  • Effectively demonstrate Emburse SaaS solutions with strong presentation skills
  • Effectively lead sales opportunities throughout the entire sales process
  • Collaborate with sales management on sales opportunities and obstacles
  • Promote partner sales development efforts by meeting and communicating with Channel Partners regularly
  • Participate in company-organized sales and marketing events as required
  • SME in Expense Management
  • Work both inbound and outbound leads to generate a robust pipeline of large-size businesses
  • Present Emburse's solutions via web presentation to potential clients
  • Learn and develop new, creative sales techniques and strategies
  • Position yourself to understand the AP, Expense and Business needs of a Mid Market/Enterprise level business as assigned
  • Meet or exceed monthly sales targets according to sales plan
  • Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives
  • Participate in weekly sales meetings and articulate market feedback to management
  • Assess market opportunities and develop territory plan to meet revenue objectives
  • Range of $750K-$1.3M Yearly Quota

Education

  • Preferred: Undergraduate College Degree, equivalent years of relevant experience may be substituted for Undergraduate College Degree

Experience - Required

  • Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employees
  • Proven track record of closing six-figure ARR license deals

Experience - Preferred

  • Proven track record of consistently finishing above annual quota
  • Knowledge of travel and expense and/or AP/Payments management industry highly preferred
  • Experience selling to finance personas
  • Experience with MEDDPICC, Challenger Sale

Additional Eligibility Qualifications

  • Strong prospecting skills
  • Ability to set, manage and document agreed outcomes of successful meetings
  • Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations
  • Strong presentation skills
  • Excellent communication skills, including one on one, small virtual setting and in front of a larger group
  • Ability to analyze processes to determine the best solution fit
  • Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency
  • Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse
  • Ability to work with internal and external partners to a mutually agreed outcom
  • Communication
  • Attention to Detail
  • Time Management
  • Emotional Intelligence
  • Active Listening
  • Sales Execution Resourcefulness
  • Discover Issues, Needs and Pain Points
  • Quantify and Articulate Value
  • Overcome Objections
  • Prospecting (research and outreach)
  • Solution Development
  • Establish Executive Sponsorship
  • Negotiation
  • Upselling and cross-selling
  • Data Analysis
  • Relationship Building

About the company

Emburse company logo

Emburse

Actively Hiring
Global leader in expense management and accounts payable automation solutions501-1000 Employees
  • B2B
  • Scale Stage
    Rapidly increasing operations
  • Top Investors
    This company has received a significant amount of investment from top investors
  • YC Funded
    Startup funded by Y Combinator
Learn more about Emburse image

Funding

AMOUNT RAISED
$120K
FUNDED OVER
2 rounds
Rounds
ACQ
Undisclosed amount
Acquired - Jul 2019+1

Founders

Roger Gu
Founder • 3 years
San Francisco
image
Peter Lai
Founder • 3 years
San Francisco
image
View the team image

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